to Successful Appointment Setting
a previous sales tip, “Telemarketing with a Twist”, I focused on the
actual process involved in contacting prospects. While the process is
still very important, there are many other aspects of a program that
need attention. All of these together are an important piece of the
puzzle to a quality appointment setting program.
The keys to success include:
Well defined campaign strategy and call to action
very focused client profile to target
call script that is informative, engaging and asks key qualifying
Emails and voicemails that show the strength of the value proposition
and allows the prospect to clearly understand how they will benefit from
Target prospect list which has a high percentage of correct contact
information and is focused on the target client profile
lead rating system that allows agents to spend more time contacting
Agents who are highly motivated, have the appropriate background, are
well trained and who communicate well
could write a detailed sales tip about each of the items above – and I
have worked with many clients on each of them. However, for this tip I
will focus on lead rating.. Lead rating systems are a way of figuring
out who is somewhat interested in a product or service. There are many
methodologies and ways to implement a system. Creating Confidence has
developed what we call a “Self Qualifying Lead Rating” (SQLR) System for
this purpose. We are using technology embedded in a client’s web-site,
Salesforce.com views and reports, referral names and various lead
generation programs to prioritize prospects who “self qualify” by
opening emails, clicking on URLs we send, returning our calls or showing
an interest via other means.
then further develop these Self Qualifying Sales Leads by:
Calling them multiple times
Sending them nurturing emails to further increase their interest
Inviting them to additional lead generation programs
Scheduling discovery calls to learn more and discuss their specific
The result is a set of clearly prioritized leads which can acted upon.
well developed appointment setting program can yield tremendous revenue
opportunities. Paying attention to all aspects of the program is the
true key to success – and what makes a quality program standout from a
mediocre one. The devil is in the details, and paying attention to the
details is necessary to increase your revenue pipeline. Take the time
to plan your program before implementing it and you will experience a
higher number and higher quality appointments.
Do you have other effective sales techniques that
want to share? We welcome your input.
Drop us a line.